BRAND-LED
GROWTH

Client Overview:

Our client, a dynamic company in the food & drink sector, approached us with a challenge. They were grappling with an inefficient and cumbersome sales process that hindered their growth. The existing system, powered by a well-known competitor, was proving to be difficult to navigate, leading to low adoption rates among the sales force. Recognising the need for a change, the client sought our expertise to streamline and automate their sales processes.

Objective:

The primary goal was to enhance efficiency and transparency by implementing a more user-friendly and automated system. The secondary goal was to improve pipeline visibility to target resources. We aimed to engage the sales force from the beginning, ensuring their buy-in, and seamlessly integrate the sales process with other departments.

Approach:

Initial Workshops:
We initiated a series of workshops involving key stakeholders from sales, marketing, and other relevant departments. The collaborative sessions facilitated a deep understanding of the existing challenges and opportunities. Through brainstorming and feedback, we crafted a blueprint for the new sales process.

Process Mapping:
We visually mapped the entire sales process. This allowed all stakeholders to have real-time input, ensuring transparency and alignment among team members. The visual representation also facilitated clear communication and after several iterations, easy sign-offs on the proposed changes.

HubSpot Implementation:
Prior to the HubSpot implementation, we ensured that the finalised process in our mapping tool was signed off by all stakeholders. This strategic step allowed for a smooth transition when we integrated HubSpot into the revamped sales process. HubSpot was chosen for its user-friendly interface and robust automation capabilities.

Engaging the Sales Force:
Crucial to the success of the project was engaging the sales force early in the process mapping phase. By involving them from the beginning, we ensured that the new system addressed their pain points and gained their acceptance. This proactive approach led to a higher adoption rate once the system was implemented.

Connecting Departments:
Beyond sales, we focused on fostering collaboration across different departments. By breaking down silos and promoting a streamlined approach, we aimed to create a cohesive work environment. This involved effective communication channels and shared objectives to align the entire business towards common goals.

Integration with Membership Platform:
Recognising the importance of data accuracy, we integrated HubSpot with the client's membership platform. This ensured that both databases were synchronised, providing the sales team with real-time and accurate information on leads and customers. Greater visibility empowered the team to concentrate their efforts where they would yield the highest impact.

Results:


  • The sales process was streamlined, leading to increased efficiency and productivity.

  • The sales force embraced the new system, resulting in higher adoption rates and improved performance.

  • Collaboration among departments improved, creating a more cohesive and interconnected work environment.

  • Integration with the membership platform provided the sales team with enhanced visibility and data accuracy using various reports and dashboards.
  • Structural access and visibility for team members to have unique and meaningful results and insights all in one platform.

Ongoing Support:

We continue to support our client with ongoing HubSpot maintenance, updates, and planning support. Regular check-ins ensure that the implemented system evolves with the changing needs of the business, providing sustained benefits in the long term.

Conclusion:

Through a strategic combination of workshops, collaborative process mapping, and the implementation of HubSpot, we successfully streamlined and automated our client's sales process. The result was not just an optimised workflow but a cultural shift towards a more collaborative and efficient organisation.

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